Channel Partner Manager Latin America in Nationwide Argentina at Beckman Coulter Life Sciences

Date Posted: 11/8/2019

Job Snapshot

Job Description

Job ID: BEC016374

About Us

Beckman Coulter develops, manufactures and markets products that simplify, automate and innovate complex biomedical testing. Our diagnostic systems, found in hospitals and other critical care settings around the world, produce information used by physicians to diagnose disease, make treatment decisions and monitor patients. Scientists use our life science research instruments to study complex biological problems including causes of disease and potential new therapies or drugs. More than 275,000 Beckman Coulter systems operate in both diagnostics and life sciences laboratories on all seven continents. For 80 years, our products have been making a difference in peoples’ lives by improving the productivity of medical professionals and scientists, supplying critical information for improving patient health and reducing the cost of care.
Beckman Coulter offers a broad array of comprehensive, competitive benefit programs that add value to associates' and their families' lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits. We think you'll like what you see.
If you believe your education and experience are in line with the position description and qualifications referred to above, and are motivated, energetic, and looking for a new and exciting opportunity, please submit your resume online at the URL below or at www.beckmancoulter.com.
Beckman Coulter is an equal opportunity employer.  We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.


Description

The purpose of this role is to drive the growth of the company by providing sustainable strategic and tactical leadership to channel partners in the Distributor countries in Latin America.  The country list includes, Colombia, Ecuador, Peru, Chile, Argentina, Bolivia, Paraguay, Uruguay, Guyana, French Guyana, Suriname, Panama, Costa Rica, Guatemala, and Belize.

The candidate must have a comprehensive understanding of the Mass Spectrometry and Life Sciences market in Latin America. A strong knowledge of the competitive dynamics in the target territories is essential.  A solid grasp of regional economic, political and market segment (Food, Environmental, Pharma, CRO, Clinical, Forensics, & Academics) drivers for the region is required in order to develop a successful Go-To Market sales strategy.

The successful candidate will be able to manage over 15 full scope (sales & service) channel partner distributors across Latin America and indirectly manage them in order to achieve our annual sales target for LC/MS/MS sales in the region.  The role will have one market development specialist as a direct report who will support the selected candidate with pre and post sales technical support. 

Position Requirements:
  • Achieve or exceed annual sales revenue growth target for the specified Latin American region through the indirect management of full scope and partial scope channel partner distributors while adhering to SCIEX compliance guidelines.
  • OWNS accurate monthly forecasting process for Orders and Revenue for the region.
  • Drive Transformational Sales Growth within the Distribution Partners sales organizations. Manage new channel partner on-boarding, monitor and measure quarterly and annual performance of channel partner and minimize channel partner conflict.
  • Support the Channel Partner Distributors in pre and post sales activities by leveraging your mass Spectrometry sales expertise with regard to market, applications and competition to Conduct effective customer meetings/presentations/seminars, Grow sales prospects and funnel  and Accelerate growth for new products and emerging applications.
  • Ensure effective communication of SCIEX product portfolio to Distribution Partners as well as providing motivational leadership, coaching and performance management.  Ensure that Channel partners have the right training, materials and access to necessary domain expertise to achieve their goals.
  • Creation and implementation of executable action plan to achieve the quarterly revenue targets across all segments and territories.
  • Provides support to Channel partner sales teams; monitors trends to improve market intelligence.  Develops strategies to improve sales in the region. Attend and support local technical shows and mass spectrometry related discussion groups.
  • Works in partnership with internal resources in finance, support, marketing and sales administration to meet planned targets.
  • Continuously drive process improvement while ensuring compliance with all regional requirements (EHS, Trade Compliance, ISO, etc.).
  • Experience and knowledge with typical customer applications, specifically Pharmaceutical, Biologics, Clinical Research & Diagnostics, Academic/Omics, Forensics and Food & Environmental.
  • Ability to relate to and understand customer needs and SCIEX product lines. 
  • Understands the sales life cycle, process and value-added selling for Mass Spectrometry.
  • Must travel routinely within territory to customer accounts, and quarterly/annual sales meetings at various locations.
  • Able to respond quickly to competitive situation and influence customer buying decisions.
  • Possess effective communication and presentation skills.
  • Demonstrates strong initiative and willingness to take ownership for results

Job Requirements



Qualifications

Experience:
  • Proven experience in the laboratory and analytical business. Experience with LCMS / LC systems is a strong preference. 
  • Proven successful track record in Channel management, in terms of consistent achievement of targets, in territory. 
  • Experience in leading indirect channels; Demonstrated success in effective performance management.
  • Has experience in driving change projects; experienced in defining potential problems and implementing solutions Minimum of Bachelor's degree in a science major.
  • Minimum of 3-5 years of successful capital equipment sales experience.
  • Must be familiar with the tender process.
Education, Skills and Knowledge:
  • Degree qualified in Chemistry or other relevant Science. 
  • Strong people influencer with motivational and coaching style that drives success.
  • Excellent written and verbal communication skills in Spanish and English.
  • Strong analytical background and problem solving capabilities.
  • Solid understanding of relevant trade regulations and export regulations.
  • Experience with and capable of interfacing with all levels of the organisation.
  • Ability to articulate a clear vision and convey a sense of urgency.
  • Experience of successfully driving change and continuous improvement.
  • Capability & willingness to work in a matrix organization with direct & indirect reporting relationships.
Personal Characteristics:
  • Dynamic, self-motivated and driven; independent and proactive.
  • Strong people leader, able to motivate and drive team to success in a positive manner.
  • Stretch oriented – embraces & thrives on challenge.
  • Able to work in fast paced environment.
  • Demonstrated interpersonal skills; cultural awareness.
  • Collaborative and team oriented work style. 
  • Strategically strong and equally execution and delivery oriented.
  • Results orientation.
  • Planning and organizing.
  • Resilience and personal motivation.
  • Strong communication skills (verbal, written, presentation skills).
  • Lives the “continuous improvement” philosophy and ability to act as a change agent.
  • Flexible to travel up to 50%.

Diversity & Inclusion
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.



Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.

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